Cold Calling Software: Do’s and Don’ts for Outbound Sales

Cold calling software makes hard work easy and keeps your agents productive and happy. Learn about the do’s and don’ts of cold calling for your outbound sales team.

Las llamadas en frío no funcionan.

¿Es esto algo que hayas escuchado antes?

Esta afirmación está lejos de ser cierta. Según las últimas investigaciones, el 49% de los compradores prefieren ser contactados a través de llamadas telefónicas.

Las llamadas en frío pueden no ser el problema aquí, sino la forma en que su equipo de ventas intenta llegar a los prospectos. ¿Qué hay de invertir en software de llamadas en frío? ¿Va a solucionar el problema?

Si tiene alguna duda, este artículo le mostrará por qué el software de llamadas en frío podría ser una buena manera de mejorar la efectividad de sus llamadas. Le mostraremos las mejores y las peores prácticas para usar este tipo de software. Descubra cómo esta solución puede ayudar a sus agentes a aprovechar al máximo su trabajo.

¿Qué es el software de llamadas en frío y debería usarlo?

El software de llamadas en frío son soluciones que están diseñadas para agilizar el trabajo en equipo de ventas al administrar clientes potenciales y hacer que las llamadas sean más eficientes. Este tipo de software hace posible la automatización de llamadas, lo que ayuda a llegar a más prospectos.

Tener acceso a muchas métricas que nos brinda el software, incluida la actividad de ventas y el rendimiento de las llamadas, puede brindarle a su empresa información más detallada sobre la productividad de los agentes para ayudarlo a mejorar.

¿Cuáles son los otros beneficios de tal solución? Estos son algunos de los principales:

• Streamlines workflow – by using automated dialling, you and your team will be able to run through calls much faster while increasing your productivity.
• Increases chances of closing a deal – it helps with tracking leads and getting information about your potential clients, which you can use to lead conversations better.
• Saves time – it helps organize and optimize your time, which is essential for boosting your performance.
• Makes calls more personal – by integrating cold calling software with CRM systems, your agents will have more information about their leads so they can personalize their pitches.
• Contributes to development – cold calling software provides advanced call statistics that help you identify areas for improvement and determine friction points.

Ahora que conoce las ventajas del software de llamadas en frío, debe aprender algunas de las mejores prácticas para obtener el máximo valor. Comprenda las estrategias de llamadas en frío y aprenda qué hacer y qué evitar (principalmente desde un aspecto legal).

Qué hacer al usar el software de llamadas en frío

Los siguientes son algunos consejos que puede seguir para asegurarse de usar el software de llamadas en frío de manera efectiva y, lo que es más importante, de manera segura.

Elija un software confiable

Comencemos con los aspectos que debe tener en cuenta al elegir un software de llamadas en frío. El que elija definitivamente debe ser confiable. En última instancia, de alguna manera será la clave de su negocio. ¿Hay alguna forma de garantizar que estás haciendo una buena elección?

Hay ciertos pasos que no debe omitir, ya que pueden informarle mucho sobre el posible proveedor:

1. Make sure you carry out thorough research and check references, not only on the company website but also on forums and platforms like G2 or Capterra.
2. Verify the safety of their software, whether they adhere to the highest security standards. Make sure the company regularly audits their data centers and that all information is encrypted.
3. Cold calling software must also follow GDPR guidelines (For example, Cloudtalk.io uses them for clients outside of the EU, who are not directly affected by these regulations, to improve the overall safety of the product).

Elegir el software adecuado es bastante difícil. Claramente, debe considerar algo más que un buen precio y una amplia gama de características.

Investigue sus leyes locales

Las llamadas en frío son una forma legítima de llegar a nuevos clientes si sigue reglas específicas. No hacerlo puede generar problemas. Las leyes varían según el país y en los EE. UU., cada estado tiene reglas diferentescon respecto a las llamadas en frío.

Los países deben establecer dichas limitaciones para evitar hostigar a los residentes u obtener acceso ilegal a información confidencial sobre ellos. De lo contrario, algunas empresas podrían explotar dichos datos. ¿Qué debe hacer para asegurarse de haber cubierto todos los aspectos de las leyes aplicables en su país?

Algunos países imponen restricciones de tiempo en las que una persona que llama puede intentar comunicarse con nuevos clientes. Estas limitaciones no se aplican a las personas que ya son clientes de una empresa en particular.

También hay reglas específicas sobre cómo deben presentarse las personas que llaman, qué información se debe dar, etc. También hay una línea delgada para conexiones automáticas. En algunos casos, están totalmente prohibidos. Recuerde conocer las leyes locales y ver cómo se ven las restricciones en su país.

Cree un guión

¿Qué tal el próximo «Hacer»? Debe estar preparado para la conversación y crear un guión de llamadas en frío. Esto significa que usted debe:

• Introduce yourself
• State which company you’re calling from 
• Establish contact by asking some questions first
• Use a positioning statement to show your prospects that you understand their problems

Incluso si tiene un guión bien preparado, recuerde que las personas pueden sentir si lee notas escritas o trata artificialmente de continuar con una conversación. Como resultado, asumirán que lo que estás diciendo es una pérdida de tiempo. Trate de darle a su voz un tono naturaly sea enérgico; la gente apreciará que no suene como un robot.

Recuerde practicar el guión antes de comenzar a llamar. Prepárate para las preguntas que la gente te pueda hacer. Intente intrigar e interesar al prospecto desde el comienzo de la conversación.

Si utiliza un software de llamadas en frío con el guión correcto, podrá tener fácilmente interacciones que hagan que sus prospectos se sientan escuchados. Esto le dará la confianza para cerrar tratos.

Crear listas específicas para llamar

Como probablemente sepa, puede integrar fácilmente su software de llamadas en frío con los sistemas CRM. Sin embargo, tenga cuidado.

Elija sus prospectos con cuidado en lugar de llamar a todos desde su base de datos. Póngalos en grupos específicos para aumentar la eficacia de su equipo de ventas. Al hacerlo, las conversaciones pueden tener prioridad sobre el ingreso de datos.

Prioriza tus leads. Empiece por ponerse en contacto con aquellos que tienen más probabilidades de estar interesados en su oferta. Los datos de llamadas en frío indican que si se comunica con un contacto en el minuto en que se etiqueta como cliente potencial, aumenta sus posibilidades de conversión en casi un 400%.

Lo que NO se debe hacer al usar el software de llamadas en frío

Ahora vamos a descubrir qué cosas debes evitar a toda costa. Estas son algunas de las peores prácticas y consejos sobre cómo evitarlas.

No pases la mayor parte del tiempo hablando, escucha en su lugar.

Todos los agentes de ventas se enfocan en hablar. Qué deben decir, cómo decirlo, en qué tono, etc. Sin embargo, la mayoría de ellos se olvidan de una de las cosas más importantes. Hay una persona al otro lado del teléfono a la que debes escuchar atentamente.

Escuchar atentamente a sus prospectos es la clave del éxito. ¿Suena demasiado profundo? No debería Dé a sus prospectos la oportunidad de hablar. No hay duda de que necesitas comunicarte mucho, pero trata de que tu monólogo sea corto (y no tirando palabras a la velocidad de la luz).

Escuchar es una manera fácil de generar confianza y hacer que las personas se sientan más valoradas. También es una excelente manera de conocer más acerca de las necesidades y expectativas de los prospectos. El 93% de los compradores cree que la capacidad de colaborar durante una llamada es un factor decisivo para su decisión de compra.

Las llamadas en frío son una conversación bidireccional. Asegúrese de hacer preguntas abiertas para que los prospectos se sientan cómodos hablando.

No uses ningún número

Lo siguiente que debes evitar es usar el mismo número para todos los países en los que operas. Un número de teléfono desconocido o del extranjero hace que las personas sospechen que se trata de una estafa. Por eso, es esencial utilizar números locales.

Además, los números locales permiten a sus clientes llamarlo a tarifas locales estándar o de forma gratuita desde el extranjero. Entonces, si su empresa opera en más de un país, debe usar una función que le dé acceso a números de teléfono internacionales.

Cloudtalk can help you with this. It gives you access to numbers from more than 160 countries around the World. Additionally, you can select between geocodes and non-geographic codes (which tend to be more familiar to users because they know it will be charged locally).

Es beneficioso usar números de teléfono internacionales a largo plazo, ya que menos llamadas quedarán sin responder.

No llames sin estar preparado

Antes de siquiera pensar en llamar a un número en particular, investigue a fondo al prospecto para asegurarse de tener suficiente información para iniciar una conversación. Afortunadamente, la integración del software de llamadas en frío con los sistemas CRM le permite verificar rápidamente los detalles con un solo clic. No hay nada más frustrante que recibir una llamada que no estaba destinada a ti.

Busque los datos sobre su cliente potencial con anticipación para que su conversación sea más personal. Este debería ser su ritual antes de una llamada. Una investigación exhaustiva garantizará que se esté comunicando con la persona adecuada dentro de la organización.

El software de llamadas en frío le permite recopilar información como el identificador de llamadas. Es posible que desee iniciar una conversación con «Hola, Beth», por ejemplo. Además, dichas integraciones le otorgarán acceso al historial de contactos y posibles compromisos anteriores.

Al realizar una investigación adecuada, parecerá poco profesional y egoísta, así que asegúrese de averiguar todo lo que pueda sobre sus prospectos.

no seas confuso

«Disculpe, ¿puede repetir eso por favor?» No pierda su tiempo ni el de sus prospectos hablando demasiado rápido o sin ser claro. Tratar de encajar tantas palabras en el menor tiempo posible no es una buena idea.

Explique el propósito de su llamada desde el principio. Prepara una oración de apertura fuerte. Piense en algo que diferencie su llamada de otras compañías.

Con cada llamada, ganarás más confianza. ¿Sabías que la gente puede «escuchar» una sonrisa cuando hablas? Sea positivo, hable claro, breve y al grano. Notarás la diferencia.

Top 10 Cold Calling Software Solutions

1. CloudTalk

Cloudtalks’ benefits

CloudTalk is a cloud-based call center and business phone system built to maximize your customer support efforts across all channels. All you need to do is choose a number for one of the 160 supported countries, and you can instantly start optimizing your workflows with advanced features, including IVR, click-to-call, power dialers, and more! CloudTalk also supports 35 other powerful integrations for helpdesk, e-commerce, and CRM systems, including HubSpot and Zendesk.

Key features

• High-quality calls with guaranteed latency and minimal jitter
• Smooth workflow with our Intelligent call-routing tools
• Callback feature that redials the number until connected with the agent
• Redirecting calls during busy hours or when outside the office
• The call masking feature keeps your number private

What is CloudTalk missing?

According to some users, CloudTalk Analytics needed a refresh, which would afford our users deeper insights into the data that drives their business forward. 

We answered the call and recently launched Analytics 2.0, a powerful new data-visualization framework that gives users in-depth reports on the day-to-day operations of their call center. Identify problem areas and apply data-driven solutions faster than you ever thought possible. 

What Type of Business Is It Best For?

CloudTalk is the perfect phone system for mid-sized companies looking to grow. Typically, it’s used in sales for outbound calls and customer service for inbound calls.

Pricing

2. Aircall 

Aircall is an advanced calling solution used by 15,000+ clients. It’s designed to speed up sales processes, boost communication with prospects, and close more deals. You can automatically dial multiple candidates in a back-to-back queue and surface crucial contact information directly within the phone interface. 

Aircall’s benefits

Aircall excels when it comes to automation. The provider also features many useful integrations, including Intercom, Pipedrive, and Zapier. Furthermore, it offers Advanced automation tools, user-friendly apps, and reliable customer support.

Key features

• Automatic Call Distribution
• Call Monitoring
• Call Transfer
• Call Recording 
• Call routing

What is Aircall missing?

Aircall lacks some essential video-calling features. Webinar hosting and screen-sharing capabilities are severely limited on the platform, which can lead to a fair amount of frustration for users. 

What Type of Business Is It Best For?

Aircall is a calling software primarily targeted at small businesses using the phone to conduct sales and support business daily, but certainly not all of them. Think about how frequently your team uses smart dialers. You might consider looking elsewhere if they’re a core part of your day-to-day work. 

Pricing

3. Justcall

Justcall is a cloud phone system that provides businesses with a seamless calling experience. It’s a VoIP solution offering advanced features and tools for managing customer communications. The company was founded in 2016 and has grown to serve over 6,000 customers globally.

Justcall’s benefits

• Integrates with multiple CRM and helpdesk platforms, including HubSpot, Zendesk, and Freshdesk.
• Provides a dedicated mobile app for both iOS and Android devices.
• It offers local phone numbers in over 95 countries and enables you to make calls anywhere worldwide.
• It lets you track your team’s performance with real-time analytics and insights.

Key features

• Automatic Call Distribution: Route calls to the right agent or team based on their skill set and availability.
• Call Recording: Keep a record of all incoming and outgoing calls.
• Call Masking: Protect your agents’ privacy using Justcall’s masking feature, which replaces their phone numbers with a business number.
• International Phone Numbers: Get local phone numbers in over 95 countries worldwide.
• Conference Calls: Easily add up to 50 participants to a call with Justcall’s conference calling feature.

What is Justcall Missing?

Justcall doesn’t offer some of the more advanced features, such as auto-attendant, call tagging, or skill-based routing. Additionally, while it does offer some integrations with popular CRM platforms, it doesn’t offer as many as some other competitors.

What Type of Business is It Best For?

Justcall is best suited for small and medium-sized businesses that need a reliable phone system with advanced features. Its integrations with popular CRM and helpdesk platforms make it a great choice for sales and customer service teams.

Pricing

4. Ringover

Ringover is a cloud-based phone system offering various features to enhance business communications, including call recording, IVR, and analytics. The software provides multichannel communication options, including voice, chat, and video.

Ringover’s benefits

• Easy to set up and use.
• Integrations with various third-party tools.
• 24/7 customer support.
• Mobile application for on-the-go business management.
• Advanced analytics and reporting tools.

Key features

• Call Recording: Records and stores all calls for future reference.
• IVR System: Offers a menu of options for customers to direct their calls.
• Real-Time Monitoring: Allows managers to monitor calls and agents in real-time.
• Multichannel Communication: Offers voice, chat, and video options for communication.
• Analytics and Reporting: Provides data-driven insights into call volume and agent performance.

What is Ringover Missing?

Ringover’s pricing plans can be expensive for small businesses, and its customer service can be slow to respond. Additionally, some users have reported issues with the software’s call quality and reliability.

What Type of Business is it Best For?

Ringover is a good choice for businesses of all sizes that require a multichannel communication solution with advanced analytics and reporting tools.

Pricing

5. 8×8

8×8 is an evergreen telephony solution focusing on integrations and analytics. The provider is well-suited for enterprises, but lower-tier subscriptions also work for smaller organizations. There are many benefits 8×8 can offer its subscribers.

8×8′ benefits

First, the provider has built an Analytics system that can effectively track large-scale business processes. 8×8’s reporting system centralizes all data in a single place so managers can make their teams more organized and speed up their workflow. You’ll also get real-time reports.

Then, we have the solution’s comprehensive integrations with software like Salesforce, Slack, Microsoft Teams, and many more. Furthermore, 8×8 users get unlimited calling to 40+ countries. 8×8 telephony software has a smart dialer, click-to-call, and call recording.

Key features

• Call Center Management
• IVR
• Contact Management
• Analytics & Reporting
• Call Monitoring

What is 8×8 missing?

If you own a business that works globally, there are a few things about 8×8 you might want to consider:

A crucial restriction, mainly for big international companies, is that there are regional constraints on unlimited calling. Users with the basic Express plan can only use unlimited calling in the US and Canada.  

• Office is required: You need an office where you want to call to get a number from there.
  
• Geographical restrictions for SMS: You can only use the SMS feature within the US, and 8×8 does not cover costs for mobile numbers in Brazil.
  
• Integrations: 8×8 doesn’t partner with telco companies so users won’t have native integration with specific solutions like WhatsApp. The tech team must set up non-native integrations.
  
• Features: 8×8 lacks features like call tagging for more efficient calling processes, call masking for protecting your personal information, and API for connecting with the tools you love. Automation tools like IVR, skill-based routing, or automated callback come only with high-tier plans. You have to pay extra to get a call recording. 

What Type of Business Is It Best For?

Flexible for Any Business

Pricing

6. Dialpad

Unless you’re new to the VoIP telephony market, you’ll surely have heard of Dialpad. It’s a reliable, unified telephony solution with simple built-in AI and advanced analytics. A live chat, phone hotline, and knowledge base make it a great deal for customer support teams. 

Dialpad’s benefits

Dialpad’s main advantages are voice intelligence and uptime between 99% and 100%. You’ll get conference video calls, sentiment analysis, voicemail transcriptions, call tracking metrics, Speech-to-Text for an automatic call recording, and much more. 

With Dialpad, you can call the US and Canada for free from anywhere in the world. Inbound and outbound calling within your country is also free of charge. The provider has a modern, well-organized UI, plenty of training videos, and a well-built mobile application.

Key features

• Call Recording
• Machine Learning
• Call Analysis
• Customer Scoring
• Call Routing

What is the Dialpad missing?

While Dialpad offers a Power dialer, it lacks a Smart and Predictive dialer. The Power dialer feature is limited, as it only works with Salesforce. Unlike the CloudTalk app, the Dialpad app only allows users to dial phone numbers manually. 

The Preferred agent feature only works through API. 

Dialpad also lacks a visual flow editor for its Call flow designer. Furthermore, you can’t send SMS messages outside the US and Canada, although this feature will soon become available to UK users.

The provider offers a limited integration stack, and Voicemail drop comes only with Dialpad Sell.

What Type of Business Is It Best For?

Any size of sales organization looking to drive agent efficiency and speed up ramp times.

Pricing

7. Talkdesk

Talkdesk is a cloud-based contact center solution that enables businesses to provide customer support via phone, email, chat, and social media. It offers a range of features such as call routing, IVR, and workforce management and is used by companies of all sizes.

Talkdesk’s benefits

• Easy to set up and use.
• Wide range of features and integrations.
• 24/7 customer support.
• Advanced analytics and reporting tools.
• Voice and screen recording for quality assurance.

Key features

• Call routing: Route calls based on skills, language, and more.
• Interactive Voice Response (IVR): Provide customers with options.
• Workforce management: Schedule and manage agents and their tasks.
• Real-time monitoring: Monitor calls and agents in real time.
• Voice and screen recording: Record calls and screens for quality assurance.

What is Talkdesk Missing?

Talkdesk doesn’t offer conference calling or auto-attendants, which may disadvantage sales teams. Additionally, some users have reported that the platform can be slow and prone to technical issues. There’s also no free trial available. 

What Type of Business is It Best For?

Talkdesk is a good choice for businesses of all sizes that need a flexible and scalable contact center solution. It’s especially useful for companies that want various integrations and analytics tools.

Pricing

8. RingCentral

When you think about VoIP telephony solutions, RingCentral is among the first ones that come to mind. It’s no wonder the company has been on the market for over 20 years and has built quite a reputation. 

RingCentral’s benefits:

RingCentral has a great variety of features and offers HD-quality voice and video. The provider is a good fit for enterprises since it provides an omnichannel experience, lead qualification tools, management, collaboration, and performance features – all in a single software.

Key features

• SIP Trunking
• IVR
• Call Recording
• Call Routing
• Contact Management

What is RingCentral missing?

Despite all the positives, RingCentral lacks many essential tools that modern businesses require. 

Features like native sentiment analytics, Speech-to-Text transcription, smart dialers, or Skill-based routing are only included in Contact Centre Solution. The same goes for some agent management features, like monitoring.

The Call recording tool and Toll-free numbers are only available as add-ons for an additional cost. 

Furthermore, RingCentral’s implementation can take as much as 90 days and involves an implementation fee. 

RingCentral UI is also not always the friendliest to work with. 

What Type of Business Is It Best For?

RingCentral MVP is a flexible cloud-based solution ideal for businesses of all sizes.

Pricing

9. Nextiva

Nextiva is a big player in the VoIP market, providing services to more than 15,000 customers. Nextiva is widely regarded as user-friendly — users can start calling within minutes thanks to a simple and intuitive setup process. Furthermore, the system is hosted by Nextiva, which makes maintenance of the software Nextiva’s responsibility.

Nextiva’s benefits:

Nextiva offers advanced features, including conference calling, voicemail transcription, multi-level attendant, and much more. The provider also integrates with solutions like Zendesk, ConnectWise, or MS Teams.

Nextiva’s HIPAA-compliant virtual faxing makes it a great solution for healthcare workers. Medical employees can share information without having to worry about data breaches. 

Furthermore, 24/7 support means agents are always on hand to assist you. 

Key features

• Unlimited Calling
• Video Conference Recordings
• Mobile & Desktop Apps
• Workflow Optimization
• Omnichannel Communications

What is Nextiva missing?

Although Nextiva is a well-known VoIP solution, there are some issues you should know about when considering this provider:

• Integrations: Nextiva is missing certain integrations, like Slack or Zapier. With Zapier, users can connect their VoIP telephony system with thousands of non-native systems. 
• Prices: Many consider Nextiva’s prices high, especially for small businesses.

What Type of Business Is It Best For?

Pricing

Businesses need a robust, secure, and reliable enterprise phone system that works across every device and has advanced features like video conferencing, mobile apps, call recording, and more.

10. Five9

Five9 is a cloud-based contact center solution offering various features for customer service and sales teams. These include omnichannel support, workforce optimization, reporting and analytics, and more.

Five9’s benefits

• Offers an all-in-one cloud contact center solution.
• Omnichannel support for a seamless customer experience.
• Advanced workforce optimization features for improved agent productivity.
• Robust reporting and analytics capabilities.
• Easily integrate with other software.

Key features

• Omnichannel Support: Enables interaction across all channels.
• Workforce Optimization: Improves agent productivity and engagement.
• Reporting and Analytics: Provide insights to improve performance.
• Integrations: Easily connect with other software.
• All-in-one Solution: Offers an all-in-one cloud contact center solution.

What is Five9 Missing?

Five9’s pricing can be higher than other contact center solutions in the market, which may make it less attractive to some businesses. Additionally, some users have reported issues with the platform’s call quality.

What Type of Business is it Best For?

Five9 is suitable for mid-sized and large enterprises that require an all-in-one cloud contact center solution with omnichannel support, advanced workforce optimization features, and robust reporting and analytics capabilities.

Pricing

Conclusión

Puede parecer que las llamadas en frío están desactualizadas, pero si elige la solución de software adecuada, puede empoderar a su equipo de ventas y hacer que las llamadas en frío sean una forma efectiva de obtener nuevos clientes.

La integración de una buena pieza de software de llamadas en frío con un sistema CRM hará que el proceso de llamadas en frío sea perfecto. ¿Quieres darle una oportunidad?